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Managerial Leadership in Sales and Marketing

By: Lagos Business School   

Lagos State, Nigeria

25 - 27 Nov, 2014  3 days

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Sales people span the boundary between buyer and seller. This matchmaker role is critical and is difficult to carry out effectively and efficiently. Therefore, it is not surprising that in most organisations, the sales force is an important ( and costly) element of the firm’s strategy.

Managing and leading the sales force has become a major challenge as Nigeria moves from an allocation economy to full supply. In view of the present economic situation, the sales job is a lot more complex and challenging. An update on changes in buying and selling behaviors will be offered as a catalyst for discussing the changes in sales organisational structures using cases and team exercises to enhance participants' knowledge.

This programme will present a framework that enables sales force assessment, tackles issues surrounding sales force effectiveness, develops high impact strategies to accomplish goals and enhances sales performance. In addition to discussing how to beat these challenges, this
programme will discuss how to diminish sales and marketing stress.


  • The challenges of sales management in Nigeria
  • Measuring and evaluating sales performance
  • Designing an effective sales force structure and business development
  • Building an effective, flexible and progressive sales team
  • Creating and motivating the sales force
  • Market segmentation and positioning
  • Sales force recruitment, development and retention
  • Strategies to accelerate sales growth and increase sales
  • Handling price objections
  • Assessing your sales force current state and opportunity for improvement
  • Designing and implementing control systems to manage the sales force
  • Opening new accounts through value-added selling

Targeted Audience:

Sales/marketing directors, general sales managers, brand and product managers, marketing managers, new or transitioning sales managers and channel managers of FMCGs.

Lagos Business School, Pan-Atlantic University, Km 22, Lekki-Epe Expressway, Ajah, Lagos, Nigeria Nov 25 - 27 Nov, 2014
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+234-8025014623; 08025014624; 08058097448